{"product_id":"9781032426341-sales-management","title":"Sales Management","description":"\u003cmeta content=\"text\/html; charset=utf-8\" http-equiv=\"Content-Type\"\u003e\u003cp\u003e\u003cspan\u003eAnalysis and Decision Making\u003cbr\u003e\u003cp\u003eThis eleventh edition of \u003ci\u003eSales Management \u003c\/i\u003econtinues the tradition of blending the most recent sales management research with the real-life \"best practices\" of leading sales organizations and sales professionals.\u003c\/p\u003e\n\u003cbr\u003e\u003cp\u003eThis 11th edition of \u003ci\u003eSales Management \u003c\/i\u003econtinues the tradition of blending the most recent sales management research with the real-life \"best practices\" of leading sales organizations and sales professionals.\u003c\/p\u003e\n\u003cp\u003eReflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. \u003ci\u003eSales Management \u003c\/i\u003eincludes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.\u003c\/p\u003e\n\u003cp\u003eThe new 11th edition includes:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eEmphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies\u003c\/li\u003e\n\u003cli\u003eUpdated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager\u003c\/li\u003e\n\u003cli\u003eUpdated ethical dilemmas for students to practice ethical decision making\u003c\/li\u003e\n\u003cli\u003eRevised ‘Sales Management in Action’ boxes\u003c\/li\u003e\n\u003cli\u003eMultiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eThis text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","brand":"Rarewaves","offers":[{"title":"Default Title","offer_id":56517634523510,"sku":"9781032426341","price":287.87,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0092\/7504\/8033\/files\/orig_37536649.jpg?v=1762133934","url":"https:\/\/www.rarewaves.com\/products\/9781032426341-sales-management","provider":"Rarewaves.com","version":"1.0","type":"link"}